Let me share with you a couple of misconceptions in sales.
If you believe that you will demonstrate your product to a prospective client once and then the client is ready to take a decision (whether to buy or not), you are mistaken. If you also believe that a client will buy your product just because you sent them your presentation with all details and information around your solution, you are again wrong.
The decision making process of a client is deeper than we think, and is normally based on many conscious and subconscious factors that are running in their head in matter of minutes for some or seconds for others.
Even though the above thinking and buying process applies more to a B2B environment, it doesn’t mean we don’t see individuals in a B2C world going through similar detailed buying process.
So, what do you do with your prospect clients? Do you do a demo and then you expect a decision?
Let’s see things from the client perspective. Try for a minute to be in their shoes. What do they need? First of all they need to trust you. Not as a person, but as a company that can be their trustful partner. Secondly, they expect to learn from you, see how they can elevate their business by using your services.
Educate them, make them trust you, build credibility first.
The way to achieve the above is by NURTURING your leads and prospects. Build a nurturing process where you share insights and thought leadership material so that they understand you are the true pro in your field. Assess with them various ideas and explore use cases and how these could improve their business. Be brave to admit that your product is not suitable to them. They will appreciate your honesty and they will have their door open when a matched situation comes along.
Happy selling.